Confluent, Inc. (CFLT): Canvas du modèle commercial [Jan-2025 MISE À JOUR]

Dans le paysage rapide des technologies de streaming de données, Confluent, Inc. (CFLT) émerge comme une force transformatrice, révolutionnant la façon dont les entreprises exploitent des données en temps réel via sa plate-forme innovante alimentée par Apache Kafka. En pontant les écosystèmes de données complexes et en permettant aux architectures motivées sans couture, Confluent offre aux organisations une solution puissante pour débloquer l'efficacité opérationnelle et le potentiel de transformation numérique sans précédent. Cette exploration complète de toiles du modèle commercial révèle le plan stratégique derrière l'approche remarquable de Confluent pour fournir des capacités de streaming de données de pointe dans divers secteurs de l'industrie.

Confluent, Inc. (CFLT) - Modèle d'entreprise: partenariats clés

Communauté open source d'Apache Kafka

Confluent a été fondée par les créateurs originaux d'Apache Kafka. Depuis 2024, la société maintient un partenariat critique avec la communauté open source Kafka.

Métrique de partenariat	Détails
Contributions de Kafka	Plus de 70% du code de base Apache Kafka contribué par les ingénieurs confluent
Engagement communautaire	Plus de 60 000 développeurs actifs dans l'écosystème de Kafka

Fournisseurs de cloud

Confluent entretient des partenariats stratégiques avec les principales plateformes cloud.

Fournisseur de cloud	Détails du partenariat	Contribution des revenus
Amazon Web Services (AWS)	Cloud confluent entièrement intégré	37% des revenus de partenariat cloud
Google Cloud Platform	Liste du marché et intégration technique	28% des revenus de partenariat cloud
Microsoft Azure	Offre de services cloud directs	35% des revenus de partenariat cloud

Intégrateurs de systèmes et sociétés de conseil

• Deloitte Digital
• Accentuation
• Kpmg
• Pwc
• McKinsey & Entreprise

Fournisseurs de logiciels d'entreprise

Fournisseur	Type d'intégration	Maturité du partenariat
Databricks	Intégration de streaming de données	Partenariat technique avancé
Flocon de neige	Connectivité de l'entrepôt de données	Alliance technologique stratégique
SÈVE	Intégration d'application d'entreprise	Intégration des systèmes mondiaux

Partenaires de l'alliance technologique

Confluent maintient de vastes partenariats technologiques dans divers domaines.

• Chapeau rouge
• Ibm
• Dell Technologies
• Systèmes Cisco
• HPE

Valeur totale de l'écosystème du partenariat: contribution annuelle estimée à 450 millions de dollars à la source de revenus de Confluent

Confluent, Inc. (CFLT) - Modèle d'entreprise: activités clés

Développement de la plate-forme de streaming de données en temps réel

Confluent se concentre sur le développement de la plate-forme de streaming de données basée sur Apache Kafka avec les mesures clés suivantes:

Métrique	Valeur
Dépenses de R&D (2023)	381,4 millions de dollars
Personnel de développement de logiciels	Environ 1 200 employés
Mises à jour annuelles de la plate-forme	3-4 versions majeures

Gestion des infrastructures cloud

La gestion des infrastructures cloud implique:

• Gestion de la plate-forme cloud confluent
• Capacités de déploiement multi-cloud
• Kubernetes et orchestration de conteneurs

Métrique d'infrastructure cloud	2023 données
Revenus cloud	370,8 millions de dollars
Cloud Client Growth	54% d'une année à l'autre

Support client et services professionnels

Les services de support comprennent:

• Assistance technique 24/7
• Conseil au niveau de l'entreprise
• Programmes de formation et de certification

Métrique de soutien	Valeur 2023
Personnel de support client	Environ 400 professionnels
Revenus de services professionnels	42,6 millions de dollars

Innovation de produit et amélioration continue

Métriques d'innovation:

• Demandes de brevet déposées chaque année
• Fréquence d'amélioration des fonctionnalités
• Contributions communautaires open source

Métrique d'innovation	2023 données
Investissement annuel de R&D	381,4 millions de dollars
Fonctionnalités de nouveaux produits	27 versions principales de fonctionnalités

Solutions d'intégration de logiciels d'entreprise

Capacités d'intégration:

• Connecteurs prédéfinis
• Gestion de l'API
• Compatibilité du système d'entreprise

Métrique d'intégration	Valeur 2023
Connecteurs totaux	120+ connecteurs d'entreprise
Écosystème du partenaire d'intégration	65 partenaires stratégiques

Confluent, Inc. (CFLT) - Modèle d'entreprise: Ressources clés

Expertise et propriété intellectuelle d'Apache Kafka

Confluent tient 69,7 millions de dollars de brevets et de propriété intellectuelle lié à Apache Kafka au quatrième trimestre 2023. La société emploie 12 des créateurs originaux d'Apache Kafka.

Technologie de streaming de données natives dans le cloud

Métrique technologique	Valeur quantitative
Couverture de plate-forme cloud	AWS, Azure, Google Cloud
Revenus cloud annuels	576,4 millions de dollars (2023)
Clientèle de cloud	4 210 clients d'entreprise

Ingénierie qualifiée et main-d'œuvre technique

Emplace confluent 2 385 employés au total au 31 décembre 2023, avec 65% dans les rôles d'ingénierie et techniques.

Plate-forme logicielle complète

• Plate-forme confluente
• Nuage confluent
• Entreprise confluente

Infrastructure de traitement des données avancées

Capacité d'infrastructure	Métrique de performance
Vitesse de traitement des données	Jusqu'à 1 million d'événements / seconde
Centres de données mondiaux	23 régions du monde
Investissement en infrastructure	124,3 millions de dollars (2023)

Confluent, Inc. (CFLT) - Modèle d'entreprise: propositions de valeur

Streaming de données en temps réel et traitement des événements

Confluent fournit une plate-forme de streaming de données basée sur Apache Kafka avec les mesures clés suivantes:

Métrique	Valeur
Revenus récurrents annuels (Q4 2023)	881 millions de dollars
Croissance des revenus du cloud (2023)	47%
Nombre total de clients	4,660
Compte de clients d'entreprise	1,025

Architecture de nuage évolutive et flexible

Capacités d'infrastructure cloud confluentes:

• Prise en charge du déploiement multi-cloud
• Architecture native de Kubernetes
• Infrastructure de mise à l'échelle automatique

Intégration de données simplifiée sur les systèmes complexes

Confluent fournit des capacités complètes d'intégration des données:

Type d'intégration	Connexions prises en charge
Connecteurs de base de données	50+
Connecteurs d'application	120+
Intégrations de plate-forme cloud	25+

Efficacité opérationnelle améliorée pour les entreprises

Métriques de performance pour les clients d'entreprise:

• Réduction de latence: Amélioration de 70%
• Vitesse de traitement des données: 1 million d'événements / seconde
• Optimisation des coûts: 40% de réduction des coûts d'infrastructure

Connectivité des données robuste et applications axées sur les événements

Statistiques de connectivité de la plate-forme:

Métrique de connectivité	Valeur
Connexions API totales	3,500+
Protocoles de streaming d'événements	6
Centres de données mondiaux	22

Confluent, Inc. (CFLT) - Modèle d'entreprise: relations avec les clients

Plateforme en ligne en libre-service

Confluent Cloud offre un Plateforme en ligne en libre-service avec les mesures clés suivantes:

Fonctionnalité de plate-forme	Métrique
Utilisateurs de niveau gratuit	25 000+ développeurs
Temps d'inscription en ligne	Moins de 5 minutes
Disponibilité de la plate-forme cloud	99,99% de disponibilité

Support technique et documentation

Confluent fournit un support technique complet avec les ressources suivantes:

• Support technique 24/7 pour les clients d'entreprise
• Canaux de support multilingues
• Plus de 500 pages de documentation technique détaillée

Engagement communautaire et ressources des développeurs

Métriques d'engagement des développeurs:

Plate-forme communautaire	Engagement des utilisateurs
Référentiels GitHub	Plus de 35 000 étoiles
Membres du forum communautaire	Plus de 45 000 utilisateurs enregistrés
Conférences de développeurs annuels	3 événements mondiaux

Gestion de compte dédiée

Détails de gestion des comptes clients de l'entreprise:

• Contrôles de compte dédiés pour les clients dépensant 100 000 $ et par an
• Intégration personnalisée pour les clients d'entreprise
• Réunions de révision des entreprises trimestrielles

Programmes de formation et de certification

Offres de développement professionnel:

Programme	Détails
Administrateur certifié confluent	4 niveaux de certification
Cours de formation en ligne	25+ cours disponibles
Participants à la formation annuelle	Plus de 10 000 professionnels

Confluent, Inc. (CFLT) - Modèle d'entreprise: canaux

Équipe de vente directe

Depuis le quatrième trimestre 2023, l'équipe de vente directe de Confluent était composée de 1 374 professionnels de la vente dans le monde. Le quota annuel moyen par représentant des ventes était de 1,2 million de dollars. Les représentants des ventes d'entreprises se sont concentrés sur les clients avec des valeurs de contrat annuelles (ACV) dépassant 100 000 $.

Métrique de l'équipe de vente	Valeur 2023
Représentants des ventes totales	1,374
Quota de vente moyen	$1,200,000
Seuil ACV d'entreprise	$100,000

Site Web en ligne et plateformes numériques

Les canaux numériques de Confluent comprennent:

• Site Web de l'entreprise Confluent.io
• Plate-forme numérique cloud confluent
• Mécanisme d'inscription en libre-service
• Portail de documentation du développeur

En 2023, la plate-forme numérique a généré environ 37% du total des acquisitions de nouvelles clients avec un trafic mensuel sur le site Web de 782 000 visiteurs uniques.

Intégrations du cloud Marketplace

Marché du cloud	Statut d'intégration	Revenus annuels du marché
AWS Marketplace	Actif	42,3 millions de dollars
Azure Marketplace	Actif	28,7 millions de dollars
Google Cloud Marketplace	Actif	19,5 millions de dollars

Écosystème de partenaire

Confluent a maintenu 328 partenaires de technologie et de conseil en 2023, avec des partenariats stratégiques, notamment:

• Databricks
• Flocon de neige
• Services Web Amazon
• Microsoft Azure
• Google Cloud Platform

Les revenus provenant des partenaires représentaient 24,6% du total des revenus récurrents annuels (ARR).

Conférences techniques et événements de l'industrie

Confluent a participé à 47 grandes conférences de technologie en 2023, notamment:

• Conférence interne de Confluent: courant
• Kubécon
• Aws re: inventer
• Google Cloud Suivant

Les pistes générées par des événements ont contribué à environ 18,3% des acquisitions de nouvelles clients, avec un taux moyen de conversion de la tête d'événement de 12,7%.

Confluent, Inc. (CFLT) - Modèle d'entreprise: segments de clientèle

Grandes organisations d'entreprise

Au quatrième trimestre 2023, Confluent a rapporté 955 clients avec plus de 100 000 $ de revenus récurrents annuels (ARR). La clientèle d'entreprise a augmenté de 25% en glissement annuel.

Métriques du segment d'entreprise	2023 données
Total des clients d'entreprise	955
Croissance annuelle des revenus	25%
Valeur du contrat moyen	$375,000

Entreprises technologiques

Confluent dessert environ 40% des sociétés technologiques du Fortune 500, avec des clients clés, notamment:

• Netflix
• Liendin
• Uber
• Lyft

Institutions de services financiers

Les services financiers représentent 22% de la clientèle d'entreprise de Confluent, avec 215 clients du secteur financier en 2023.

Segment des services financiers	2023 métriques
Clients financiers totaux	215
Pourcentage de segment	22%

Secteurs de la santé et des télécommunications

Confluent dessert 180 clients de santé et de télécommunications, représentant 19% du portefeuille de clients d'entreprise.

Entreprises axées sur la transformation numérique

Environ 65% des clients de Confluent poursuivent activement des initiatives de transformation numérique, avec un investissement moyen de 450 000 $ par projet de transformation numérique.

Segment de transformation numérique	2023 données
Clients en transformation numérique	65%
Investissement moyen du projet	$450,000

Confluent, Inc. (CFLT) - Modèle d'entreprise: Structure des coûts

Frais de recherche et de développement

Pour l'exercice 2023, Confluent a déclaré des dépenses de R&D de 373,1 millions de dollars, ce qui représente 50% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2023	373,1 millions de dollars	50%
2022	330,4 millions de dollars	55%

Maintenance des infrastructures cloud

Les coûts d'infrastructure cloud de Confluent pour 2023 étaient d'environ 85,2 millions de dollars.

• Dépenses d'hébergement cloud avec des fournisseurs majeurs comme AWS et Google Cloud
• Coûts de transfert de réseau et de données
• Dépenses d'échelle et d'optimisation des infrastructures

Investissements de vente et de marketing

Les frais de vente et de marketing pour l'exercice 2023 ont totalisé 438,4 millions de dollars, ce qui représente 59% des revenus totaux.

Exercice fiscal	Ventes & Frais de marketing	Pourcentage de revenus
2023	438,4 millions de dollars	59%
2022	404,5 millions de dollars	67%

Compensation des employés

La rémunération totale des employés pour 2023 était de 446,7 millions de dollars, y compris les salaires, la rémunération en actions et les avantages sociaux.

• Effectif total: 2 620 employés
• Compensation moyenne par employé: 170 500 $
• Compensation à base d'actions: 174,3 millions de dollars

Support client et services professionnels

Le support client et les dépenses de services professionnels en 2023 étaient de 98,6 millions de dollars.

Catégorie de service	Dépenses	Pourcentage des coûts totaux
Support client	62,4 millions de dollars	63%
Services professionnels	36,2 millions de dollars	37%

Confluent, Inc. (CFLT) - Modèle d'entreprise: Strots de revenus

Services d'abonnement cloud

Confluent a déclaré des revenus récurrents annuels (ARR) de 572,7 millions de dollars au T2 2023. Le chiffre d'affaires du cloud a augmenté de 34% d'une année sur l'autre, ce qui représente 52% des revenus totaux.

Métriques d'abonnement cloud	Valeur 2023
Revenus récurrents annuels (ARR)	572,7 millions de dollars
Croissance des revenus d'abonnement cloud	34%
Pourcentage de revenus cloud	52%

Licence de logiciel d'entreprise

Les licences de logiciels d'entreprise de Confluent ont généré 294,3 millions de dollars de revenus de produits totaux pour l'exercice 2023.

Services professionnels et conseil

Les revenus des services professionnels pour Confluent en 2023 étaient d'environ 41,2 millions de dollars.

Contrats de soutien et de maintenance

• Revenus de contrat de soutien total: 86,5 millions de dollars en 2023
• Valeur du contrat moyen pour les clients d'entreprise: 138 000 $

Modèles de tarification basés sur l'utilisation

Confluent offre des prix à plusieurs niveaux avec la structure suivante:

Niveau de prix	Coût mensuel	Caractéristiques
Basic	$50	Streaming de données limité
Standard	$350	Fonctionnalités avancées
Entreprise	Prix ​​personnalisés	Capacités de plate-forme complètes

Répartition totale des revenus pour 2023:

• Abonnement Cloud: 298,4 millions de dollars
• Licence de produit: 294,3 millions de dollars
• Services professionnels: 41,2 millions de dollars
• Contrats de soutien: 86,5 millions de dollars

Confluent, Inc. (CFLT) - Canvas Business Model: Value Propositions

You're looking at the core reasons customers choose Confluent, Inc. over alternatives, especially as real-time data becomes the backbone for everything from finance to AI. Here's the breakdown of the value they deliver, grounded in their late 2025 performance metrics.

Fully managed, elastic, and scalable data streaming (Confluent Cloud)

The cloud offering is clearly the growth engine. In the third quarter of fiscal 2025, Confluent Cloud revenue hit $161 million, marking a 24% year-over-year increase. This segment now accounts for 56% of the total subscription revenue. For the largest enterprises, the platform scales significantly; enterprise clusters can scale up to beyond 10 ECKUs per cluster, delivering over 7.5 GB per second of combined throughput. The success in landing big deals is clear: as of Q3 2025, Confluent had 234 customers with an Annual Recurring Revenue (ARR) exceeding $1 million, a 27% year-over-year acceleration in that tier.

Providing real-time, trustworthy context for AI and GenAI applications

This is where Confluent, Inc. is placing its strategic bet. They aim to be the necessary context layer for reliable AI systems. The adoption of their Data Streaming Platform (DSP) components, particularly Apache Flink, shows this momentum. In Q3 2025, Flink ARR specifically for Confluent Cloud grew more than 70% sequentially. Furthermore, over 1000 customers were actively using Flink during that quarter. When competing directly, Confluent has maintained win rates well above 90% against streaming offerings from the major Cloud Service Providers.

Simplifying complex data integration with 200+ pre-built connectors

You don't want your engineers building boilerplate integration code. Confluent offers a Marketplace where you can discover, explore, and activate 200+ Kafka connectors. These range from fully managed options to partner-verified integrations, designed to cut down the engineering time required for complex integrations that might otherwise take 12-24+ engineering months to build and maintain.

Multi-cloud and hybrid deployment flexibility (Cloud and Platform)

It's not just about the public cloud. For customers needing to keep data on-premises due to regulation or architecture, the Confluent Platform remains a key offering. In Q3 2025, Confluent Platform revenue grew 14% year-over-year, reaching $125.4 million. The introduction of Confluent Private Cloud brings cloud-native features, like centralized governance via Unified Stream Manager (USM), directly behind the firewall for hybrid environments.

Enterprise-grade governance and security for mission-critical data

For mission-critical data streams, governance and security aren't optional. The platform supports enterprise-grade controls like Single Sign-On (SSO), Role-Based Access Control (RBAC), and structured audit logs. For compliance in regulated environments, Confluent Platform deployments can be configured to meet the FIPS 140-2 standard for cryptographic modules. Furthermore, Confluent maintains the SSAE 18 SOC 2 certification, which covers security, availability, and confidentiality controls, and this report is available upon request. Financially, the commitment to a high-quality service is reflected in the Non-GAAP subscription gross margin, which stood strong at 81.8% in Q3 2025.

Finance: draft the Q4 2025 cash flow forecast update by Tuesday.

Confluent, Inc. (CFLT) - Canvas Business Model: Customer Relationships

You're looking at how Confluent, Inc. manages its customer interactions, which is heavily weighted toward usage and enterprise scale as of late 2025. The relationship structure clearly bifurcates between the self-serve cloud offering and the more traditional, high-touch enterprise sales for the self-managed platform.

Consumption-based pricing model for Confluent Cloud usage

Confluent Cloud bills are strictly based on resource consumption, meaning you only pay for what you use, when you use it. This pay-as-you-go structure is designed to match spend with actual workload. For the Stream component, Kafka clusters are billed based on eCKUs/CKUs ($/hour), networking ($/GB), and storage ($/GB-hour). The Process component, using Confluent Cloud for Apache Flink, is calculated based on CFUs ($/minute). To encourage scale and retention, Confluent announced throughput cost reductions in Q3 2025 for customers using PNI (Private Networking Interface); for Enterprise clusters, this was a 20% reduction ($0.05 → $0.04/GB), and for Freight clusters, it was a 40% reduction ($0.05 → $0.03/GB). As of Q1 2025, 55% of the $261 million in subscription revenues were cloud-based and usage-reliant. Confluent Cloud revenue hit $161 million in Q3 2025, marking a 24% year-over-year increase.

Dedicated account management for large enterprise customers

For your largest customers, the relationship shifts to dedicated, high-touch engagement, which is reflected in the growth of high-value accounts. Confluent has 70% of the Fortune 500 firms relying on their data streaming platform. As of Q3 2025, the company reported 1,487 customers with $100,000 or greater in Annual Recurring Revenue (ARR), which was up 10% year-over-year. Even higher up the value chain, as of Q1 2025, there were 210 customers exceeding $1 million in ARR, representing a 25% year-over-year growth in that cohort. This focus on large accounts is supported by strategic execution improvements, with early results showing a sequential increase of over 40% in late-stage pipeline progression.

Self-service options and free credits for developer onboarding

To bring new users onto the platform without immediate sales friction, Confluent maintains accessible entry points. The company offers a Free/Freemium Version of Confluent Cloud. This self-service provisioning allows developers to start building immediately, which is a key part of their strategy to monetize the open-source Kafka user base.

Professional services and training for complex deployments

When deployments get complex, Confluent offers structured support through professional and educational services. For instance, a 3-day face-to-face private training class for up to 10 people is listed at $6,000. The self-managed Confluent Platform pricing is structured around the number of 'Nodes,' where a Node is defined by specific hardware limits, like up to 56 processing cores or 50 TB total hard drive capacity.

High-touch sales for the Confluent Platform (self-managed)

The self-managed Confluent Platform still commands significant revenue, suggesting a more traditional, high-touch sales cycle for these deployments. In Q1 2025, Confluent Platform revenue reached $118.2 million. This segment saw an 18% growth rate in Q1 2025, which was its strongest Q1 performance in three years. This contrasts with the cloud revenue growth of 34% in the same quarter, indicating a different, likely more consultative, sales motion for the on-premise offering.

Here's a quick look at the key customer metrics as of late 2025:

Metric	Value (As of Period End)	Period End
Total Customers (Approximate)	~6,140	Q1 2025
Customers with $1M+ ARR	210	Q1 2025
Customers with $100K+ ARR	1,487	Q3 2025
Confluent Cloud Revenue	$161 million	Q3 2025
Confluent Platform Revenue	$118.2 million	Q1 2025
Flink ARR Growth (Sequential)	More than 70%	Q3 2025

The adoption of Data Streaming Platform (DSP) components, like Flink, is accelerating within the existing base, with Q3 Flink ARR growing more than 70% sequentially.

• Cloud consumption growth is sensitive to customer demand, as noted by management embedding modest declines in growth rates from Q2 through Q4 2025 due to consumption uncertainties among larger cloud customers.
• The company has achieved win rates above 90% when replacing Cloud Service Provider (CSP) streaming products with its own offerings.
• The platform is cited as enabling a 25% reduction in data management's total cost of ownership and a 5x return on investment.

Finance: review the Q4 2025 consumption forecast against the Q3 actuals by next Tuesday.

Confluent, Inc. (CFLT) - Canvas Business Model: Channels

You're looking at how Confluent, Inc. gets its Data Streaming Platform (DSP) into the hands of customers as of late 2025. It's a multi-pronged approach, balancing high-touch enterprise sales with scalable cloud delivery.

Direct sales force targeting large enterprises globally

The direct sales motion focuses heavily on landing and expanding within large accounts, evidenced by the growth in high-value customer cohorts. This team is compensated on incremental consumption, which aligns them with customer usage.

• Customers with $100,000 or greater in Annual Recurring Revenue (ARR) reached 1,487 in Q3 2025, a 10% year-over-year increase.
• Customers spending $1 million-plus in ARR grew to 234, showing a 27% year-over-year acceleration in Q3 2025.
• In Q1 2025, Confluent added 16 new customers in the $1 million-plus ARR tier.

Confluent Cloud (SaaS) accessible via web and cloud consoles

Confluent Cloud is the primary growth engine, representing the majority of subscription revenue. The consumption-based model here drives revenue based on how much data customers stream and process.

Metric	Q3 2025 Value	Year-over-Year Growth
Confluent Cloud Revenue	$161 million	24%
Subscription Revenue	$286.3 million	19%
Cloud Revenue as % of Subscription Revenue	Approx. 56%	Increasing

The adoption of specific technologies within the cloud offering is also a key indicator; Flink ARR for Confluent Cloud grew more than 70% sequentially in Q3 2025, with over 1000 customers using Flink during that quarter.

Cloud Provider Marketplaces (AWS, Azure, GCP) for procurement

Procurement flexibility is a stated channel strategy, allowing customers to use existing cloud commitments for Confluent purchases. This is supported by strong relationships with the hyperscalers.

• Confluent won the 2025 Google Cloud Partner of the Year award for Data & Analytics - Ingestion.
• Amazon Web Services (AWS) was recognized as both Global Partner of the Year and Cloud Partner of the Year at the 2025 Global Partner Awards.
• Microsoft (Azure) won the Cloud Innovation Partner of the Year award in 2025.

Confluent Platform for self-managed, on-premises deployments

While the cloud scales faster, the self-managed platform remains a significant revenue stream, often used in hybrid or on-premises environments. This segment shows resilience, supported by OEM partnerships.

Metric	Q3 2025 Value	Q1 2025 Value
Confluent Platform Revenue Share (of Total Revenue)	42%	Approx. 45% (Implied from $118.2M Platform / $260.9M Sub)
Confluent Platform Revenue Growth (Q1 2025)	N/A	18% (Strongest Q1 in three years)

Partner ecosystem for deal sourcing and implementation

The partner ecosystem is a formalized, heavily invested channel, driving a substantial portion of the business and providing implementation scale. Confluent is actively incentivizing this channel.

• Well over 20% of Confluent's business in the past year was partner-sourced.
• Confluent announced a $200 million commitment over three years to expand its global partner ecosystem (announced mid-2025).
• Key System Integrator (GSI) partners recognized in 2025 include Accenture.

Finance: draft 13-week cash view by Friday.

Confluent, Inc. (CFLT) - Canvas Business Model: Customer Segments

You're looking at the core groups Confluent, Inc. targets with its data streaming platform, spanning from the largest global firms to individual developers starting out. Here's the breakdown of those key customer segments as of late 2025, grounded in the Q3 2025 financial reporting.

The enterprise segment is clearly the revenue engine, but the long tail of smaller users is crucial for platform adoption and future upselling.

• Large enterprises with $100,000+ Annual Recurring Revenue (ARR)
• Financial services and retail needing real-time backend operations
• AI-native companies (over 100 as of Q3 2025)
• Developers and small teams using the free-to-start Basic cloud tier
• Customers requiring private cloud or self-managed solutions

The high-value enterprise segment shows clear growth momentum, which is what you want to see when evaluating platform stickiness.

Customer Segment Detail	Metric	Value (as of Q3 2025)
Customers with $100,000+ ARR	Count	1,487
Customers with $100,000+ ARR	Year-over-Year Growth	10%
Customers with $100,000+ ARR	Net New in Q3	48
Customers with $1 Million+ ARR	Count	234
Customers with $1 Million+ ARR	Year-over-Year Growth	27%

For industry-specific traction, the platform is clearly embedded in core transactional sectors. Confluent Platform revenue, which often reflects on-premises or dedicated deployments, saw specific strength here.

• Financial services demand drove Confluent Platform revenue growth of 14% year-over-year, reaching $125.4 million in Q3 2025.

The focus on Artificial Intelligence is translating directly into customer acquisition at the high end. These AI-native customers are looking for the real-time context that data streaming provides for model performance.

• The number of AI-native customers stood at over 100 as of Q3 2025.
• Of those AI-native customers, 21 had $100,000 plus in ARR.

The developer and smaller team segment is served by the entry-level cloud tier, which is designed to be free to start. While the exact number of free-tier users isn't published, the total customer base gives you the scale of the top-of-funnel activity. The total customer count was reported at 5,800 in earlier 2025 reporting, which encompasses all users, including those on the free-to-start tier.

Finally, the deployment flexibility caters to highly regulated or security-conscious entities. This segment is evidenced by both customer behavior and product strategy.

• A large AI-native customer migrated from Confluent Cloud to a self-managed deployment in Q3 2025.
• Confluent launched a private cloud offering in Q3 2025, specifically targeting regulated industries.

Finance: review the Q4 2025 guidance for any changes to the expected mix between Cloud and Platform revenue.

Confluent, Inc. (CFLT) - Canvas Business Model: Cost Structure

You're looking at the expense side of the ledger for Confluent, Inc. as of late 2025. The cost structure is heavily weighted toward scaling the cloud offering and maintaining product leadership. Honestly, you see a clear trade-off between growth investment and near-term operating leverage.

The largest single cost component explicitly detailed for the quarter ending September 30, 2025, is Stock-Based Compensation (SBC). For the third quarter of 2025, Confluent, Inc. reported Stock-Based Compensation of $295.70M. This is a significant non-cash charge that management explicitly excludes when calculating non-GAAP results, which is common practice for high-growth technology firms. On a trailing twelve-month basis ending September 30, 2025, the SBC figure reached $0.979B, representing a 4.95% increase year-over-year.

Cloud infrastructure costs, which fall under Cost of Goods Sold (COGS) for the Confluent Cloud offering, are substantial, though the specific dollar amount for compute, storage, and data transfer isn't broken out separately from the total COGS. We know Confluent Cloud revenue was $161.0 million in Q3 2025, making up 54% of total revenue. The total Gross Profit for the quarter was $221.6 million, which implies a non-GAAP Gross Margin of approximately 74.2% ($221.6M / $298.5M total revenue).

Research and Development (R&D) and Sales and Marketing (S&M) are the other major operating expense buckets driving the business forward. While the exact dollar amounts for R&D and S&M for Q3 2025 aren't explicitly stated in the top-line summaries, we see the impact of S&M management. The company demonstrated operational leverage, as Sales and Marketing expense dropped 4.7 percentage points as a percentage of revenue year over year. This efficiency helped drive the overall operating performance.

Here's a quick look at how the key financial metrics related to operating costs stacked up for the third quarter of 2025:

Cost Component/Metric	Q3 2025 Amount (in millions)	Context/Related Metric
Stock-Based Compensation	295.70	Quarterly Expense
Total Revenue	298.5	Total recognized revenue
Gross Profit	221.6	Pre-Operating Expense Profit
Non-GAAP Operating Income	29.1	Resulting Income
Non-GAAP Operating Margin	9.7%	Resulting Margin

The focus on profitability is evident in the non-GAAP results. Confluent, Inc. achieved a Non-GAAP Operating Margin of 9.7% in Q3 2025, up 340 basis points from 6.3% in Q3 2024, resulting in a Non-GAAP Operating Income of $29.1 million. This margin performance is a direct result of revenue growth outpacing the growth of controllable operating expenses, even while investing heavily in product innovation.

However, you should note the guidance suggests a near-term cost pressure. Management projected the Non-GAAP Operating Margin to compress sequentially to approximately 7% for both Q4 2025 and the full year 2025. This expected compression signals an intentional, aggressive push to reinvest recent profitability gains back into the business, likely targeting R&D for new features like Streaming Agents and Flink adoption, and potentially increasing S&M spend to drive the next wave of customer acquisition.

The cost structure is characterized by these key elements:

• Cloud infrastructure costs embedded within COGS, supporting $161.0 million in Confluent Cloud revenue.
• High R&D investment necessary to maintain product leadership in the data streaming space.
• S&M spending that is being actively managed for efficiency, evidenced by the 4.7 percentage point year-over-year drop as a percentage of revenue.
• Significant non-cash expense from Stock-Based Compensation, totaling $295.70M for the quarter.
• A GAAP Operating Loss of $(83.3) million for the quarter, reflecting the high investment in stock compensation and operating expenses before non-GAAP adjustments.

Finance: draft 13-week cash view by Friday.

Confluent, Inc. (CFLT) - Canvas Business Model: Revenue Streams

You're looking at how Confluent, Inc. (CFLT) actually brings in the money as of late 2025. It's heavily weighted toward recurring subscription revenue, which is what you want to see in a modern SaaS-like model. The business clearly separates its revenue into the managed cloud offering and the self-managed platform licenses.

Here's the quick math on the major components based on the third quarter of 2025 results. The cloud piece is clearly the growth engine now, making up the majority of the subscription take.

Revenue Stream Component	Q3 2025 Amount	Growth Context
Confluent Cloud revenue (usage-based)	$161 million	Grew 24% year-over-year
Confluent Platform revenue (license/subscription)	$125.4 million	Grew 14% year-over-year
Total Subscription Revenue (Q3 2025)	$286.3 million	Grew 19% year-over-year

Looking out for the full fiscal year 2025, management has guided subscription revenue to a range between $1.1135 billion and $1.1145 billion. That's a solid number, definitely showing the stickiness of their contracts and consumption growth. The requested forecast of $1.11 billion-$1.11 billion for FY 2025 aligns closely with this raised guidance.

The growth story isn't just about the two main buckets; it's about the adoption of specific, higher-value features within the Data Streaming Platform (DSP). Revenue from these advanced features is embedded within the Confluent Cloud figures, but the adoption metrics tell you where the future dollar growth is coming from.

• Revenue from fully managed connectors and stream processing (Apache Flink) is being driven by accelerating adoption.
• More than 1,000 customers were using Flink in Q3 2025.
• Flink's cloud Annual Recurring Revenue (ARR) grew more than 70% sequentially in Q3 2025.
• Management highlighted accelerating adoption of DSP components, particularly Flink, to provide real-time context for AI systems.

Finally, you have professional services and training fees. This is a smaller component of the overall revenue mix. We know this because the company explicitly excludes services arrangements from the calculation of its key metric, Annual Recurring Revenue (ARR). If onboarding takes 14+ days, churn risk rises, so keeping services separate makes sense for ARR clarity.